The Fine Art Of Business Schmoozing

Schmoozing is a very important skill and, in the hands of an expert, is an extremely powerful tool.

Imagine you’re out to dinner with a potential client. What do you talk about? Please do not try and pitch to your potential client, not in a social setting (unless, of course, he wants to be pitched to in which case he will start the conversation and lead you into it). Hold back, don’t be in such a hurry. You must lay a foundation, prepare him, dance with him.

I have a better context for you: Let the potential client learn about who you are and what the company is all about by telling revealing stories. Don’t tell him how good you are, tell him wonderful stories that illustrate how good you are. Don’t tell him you are honest and that you care about your clients, tell him stories that demonstrate how you care and how honest you are. He will deduce the right conclusion. It’s more important that he gets to know you and your company without the sales pitch but through you simply revealing the truth to him by telling stories about events that have occurred.

Also, people love to talk about themselves so indulge him. Ask him about his business and the “hows and whys”. You will learn a lot and be creating a relationship and bonding. This leads to trust and once trust is in place the business will be automatic.

You actually never have to lay out a sales pitch if you do this correctly. Tell stories that reveal your truth, get him to talk about his stories and needs and agree with everything he says. Create a bond and build trust. The sale will follow.

This is what I call professional, purposeful schmoozing. It is a fine art if done by a true professional.